KLDiscovery’s Keith Burke Talks Strategic Partnerships and Legal Tech Entrepreneurship

In this exclusive Today’s General Counsel interview, KLDiscovery’s Keith Burke talks about strategic partnerships and legal tech entrepreneurship.

Can you elaborate on the various partner and franchise programs offered by KLDiscovery and how they cater to different types and sizes of businesses?

Keith Burke: At KLDiscovery, we offer various partner and franchise programs tailored to different business needs. Our partnership models include referral, reseller, and franchise options across both our KLDiscovery and Ontrack services.

Ontrack focuses on data recovery and data destruction, while KLDiscovery specializes in legal technology software and services. Partners can refer clients to us for services like data recovery, and we offer wholesale rates for reselling these services. For legal technology, we provide solutions such as Nebula^® and other SaaS products, allowing partners to refer or resell these offerings as well.

We also have a franchise program, approved in all 50 states, which offers a deeper integration with our teams, systems, and marketing support. This premier partnership model provides comprehensive back-office, technical, and project management support.

Our flexible partnerships cater to various business sizes and capacities. For example, smaller firms or consultants who lack in-house resources can refer clients to us and receive commissions. Partners with in-house capabilities can use our technology independently, relying on us only for escalations or specific support.

We have over 150 developers and extensive service teams, providing everything from project management to forensic capabilities. This level of support is a real differentiator in the industry and allows partners to leverage our resources as needed, ensuring they can handle any data challenge efficiently.

How does KLDiscovery’s franchise program help entrepreneurs overcome barriers in the eDiscovery market and what benefits can franchisees expect?

Keith Burke: By partnering with KLDiscovery, they gain access to a comprehensive suite of services and support, enabling them to build successful businesses while maintaining flexibility and control.

We offer entrepreneurs a streamlined entry into the market by significantly lowering startup costs and providing extensive support. For a minimal franchise fee, less than the cost of hiring a single employee, franchisees gain access to KLDiscovery’s comprehensive business systems, including marketing, operations, security, and managed review teams.

This program is ideal for individuals with industry experience and a client base who want to leverage KLDiscovery’s resources without the financial burden of traditional startup costs like brick-and-mortar expenses. Franchisees can work remotely, utilizing KLDiscovery’s advanced technical infrastructure and project management support to serve their clients from anywhere.

Franchisees also benefit from the ability to bring in clients while KLDiscovery handles the execution, from project management to technical support. This allows entrepreneurs to focus on client acquisition and relationship management. Our franchise model even caters to those with expertise in various data-related fields beyond eDiscovery, such as information governance and contract lifecycle management.

What level of customization is available with the KLDiscovery partnership programs and how can partners transition between the different programs as business needs evolve?

Keith Burke: We offer extensive customization to fit varying business needs, with flexible options for resellers and referral partners. For Ontrack data recovery, signing up is free with no minimum requirements. Partners simply refer projects to us, and we customize pricing and services to their needs.

We also provide flexibility with our Nebula platform. Partners can choose cloud-based services, behind-the-firewall solutions, or consumption-based models, avoiding long-term contracts. This approach allows newer partners to adopt our technology without hefty commitments. We are nearing 20 active Nebula SaaS partners globally, mostly operating independently, with our support available as needed.

Our customizable support includes assisting partners with client calls or acting as an extension of their team. We respect partner-client relationships, only engaging directly with clients as preferred by the partner. This ensures seamless service without overstepping boundaries.

As partners grow, they can transition from consumption-based models to subscription plans, benefiting from cost efficiencies. This adaptability ensures partners can scale their operations smoothly, leveraging KLDiscovery’s resources and expertise to meet their evolving business needs.

How did your background as a business owner in the legal industry prepare you for your current role in managing KLDiscovery’s partner and franchise programs, and what unique insights do you bring to the table?

Keith Burke: I understand firsthand the challenges and needs of entrepreneurs and small to mid-market providers. This experience enables me to support our partners in a way that is both practical and empathetic.

As someone who has navigated the complexities of managing multiple applications and dealing with inefficiencies, I can offer solutions to streamline operations. For example, many business owners I speak with are using several different software applications, leading to higher costs and operational inefficiencies. I help them consolidate these into a single, cost-effective solution with our Nebula SaaS program, enhancing their overall efficiency.

My direct experience—processing data, managing projects, and running operations—resonates with C-suite executives, CEOs, and business owners with whom we work. They appreciate knowing I have been in their shoes, dealing with the same late nights and technical challenges. This shared experience builds trust and comfort, demonstrating I am not just selling a product but offering genuine support based on practical knowledge.

I prefer a hands-on approach, guiding partners from start to finish, rather than simply passing them off to another salesperson. This method ensures our partners receive consistent, high-quality support tailored to their specific needs, ultimately optimizing their performance and reducing costs. My goal is to help them succeed by leveraging my unique insights and experiences.

How do your certifications from the Nebula Academy enhance your ability to support KLDiscovery’s partners?

Keith Burke: I actively use the platform myself to ensure I am thoroughly familiar with the product. By obtaining these certifications and regularly engaging with Nebula, I can provide practical insights and educate partners from a position of firsthand experience.

Having hands-on familiarity allows me to demonstrate the platform’s features and usability effectively. I can relate to partners’ experiences and guide them through the platform with ease, highlighting its strengths and addressing any potential challenges. This approach ensures partners can fully leverage the technology, making their operations more efficient.

By staying current with the latest software features and courses in Nebula Academy, I am always up to date with the most advanced functionality. This enables me to offer informed and relevant support to our partners, helping them maximize the benefits of using Nebula in their workflows.